Are Your White Papers Really White Papers?

While there is no set format for the white paper, there are some things that have come to be expected, especially for the problem-solution white paper. These white papers are generally geared toward engineers, who evaluate products and can eliminate them from contention before the decision-maker ever becomes involved in … Continue reading

Selling to Engineers? Mind These 3 Points

Why Selling to Engineers is Different. My education is in the hard sciences and engineering. While I was still working actively as an engineer, I’d get the annoying phone calls with some guy reading a script. Sometimes, it would be an endless webinar or slideshow that drags a two minute … Continue reading